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“Top Of Mind Awareness” (T.O.M.A.) is the guiding principle of my unconventional ideas for follow-up and encourages your clients to do business with you and your company. But your clients are not the only people with whom you communicate! Their administrative staff are your support staff too, and it’s just as important to make the T.O.M.A. connection with them as with your clients themselves. My innovative methods, used by many of my one-on-one clients and companies, if implemented correctly, will make the support staff and clients pay attention to you and in some cases might make them WANT to do business with you!
“My client received the package I sent her last week. It consisted of a couple of promotional items that Sales Coach Chuck had taught in his “Marketing Yourself Shamelessly” course. I was beginning to think she hadn’t received it, because I hadn’t heard back from her. By the time she got it this morning it had made it’s rounds in the office. My client said it was the most creative sales idea she had seen in terms of getting someone’s attention. I told her I wish I could take credit for it, but the idea came from Sales Coach Chuck Bauer. In my opinion it was a resounding success in regards to “Top of Mind Awareness.” – David Wright, Sales, A.F.T.S. Addison, TX
START today by getting your “stuff” together, STOP wasting time and take control of your sales destiny by increasing your personal sales production!
Today, more than ever in the sales industry, using time to be more productive is an alarm being sounded around the country in our industry. Because of the “perceived” economic slowdown, companies are asking sales forces to do more & be more, so that everyone can have more.
As I listen to sales people and sales managers, this “theme” is being replayed all over the country. To the sales manager who is griping that his and his team goals have now been increased; to the sales person who suffers the same fate and continues to gripe to his colleagues, I say to each of you STOP wasting time griping and START today becoming more sales efficient and become major TIME PRODUCERS.
You would never think that a set of tires has much to do with sales, yet in this real life example provided by Sales Coach Chuck, you will find out why buying a set-of-tires made a HUGE difference with one of Chuck’s clients. However, Chuck will dig deeper in the video and help you discover that all of you need to BUY YOUR OWN SET OF TIRES everyday when you are selling! These tips will help you close more sales and become more sales efficient.
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Over the last couple of months, Sales Coach Chuck has engaged in many high level conversations with Sales Executives all across our great nation. From CEO’s to Sales Managers, Chuck has found a common spirit among them – and that is . . . SALES,as we know it, IS CHANGING. That change. . . expressed through these conversations with Sales Coach Chuck, is shared with all in Chuck’s “THE STATE OF SALES” Nationwide Address.
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A TRUE sales story that shows sales people and sale managers about going the extra mile, thinking outside of your own self imposed boxes, and no matter what . . . sometimes a little luck just might turn into a $50,000 deal!
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Please respond to my blog at the bottom of this article!
Because I work in the sales industry, I have the occasion to coach salespeople on their
accomplishments as well as working with them on some of the difficult challenges that
we all face in our daily sales lives. One of the challenges I see, is an inability of
salespeople to get their clients to believe what they say. And, even more so, an inability
to speak the truth.
Your clients have set up a “shield” around them when it pertains to salespeople. Why?
Come on now, we all know why! Do the words intimidation, manipulation, and hype
come up for you? How about embellishment? Or how about the bad experiences your
client has with the assembly of salespeople lined up in the lobby each week. You know
exactly what I mean. Unfortunately for us in sales, our customers have their”past” sales experiences to deal
with.
There are many ways to increase your intimacy-building skills. I’m not speaking in
terms of rapport — every salesperson can build rapport. But only true professionals can
build intimacy with their clients. So, what is an easy way for the salesperson to uplevel
into intimacy with their clients? Well, it is easy as “One, Two, Three!”
If you truly want to make more money in your sales career, if you really desire to close more sales and grow to be the Sales Leader you have always wanted to be, then it is time for you to become Sales Distinctive! This is going to be quick and easy. Before we begin you will need a swinging watch because I am going to hypnotize you! Okay? Ready? Have your swinging watch? Good . . .
Let’s begin. Close your eyes. Imagine a peaceful place that you have always wanted to belong . . . feel that deep sleep coming on . . . DEEP sleep. Good. Now, tell me what your #1 Top Secret Distinctive Sales Technique is? YOU: “I give out Starbucks Gift Cards. I give out Starbucks Gift Cards; I give out Starbucks Gift Cards!” Wow. I’m impressed. Giving out Starbucks Gift Cards? That is the most distinctive sales tip I have ever come across! Okay, I just snapped my fingers. It’s time to WAKE UP. You are not dreaming . . . this is . . . R – E – A – L – I – T – Y. And the reality is this; if you are using the proverbial Starbucks Gift Card it is time to start understanding SALES DISTINCTIONS. And by reading this article I guarantee that you will make adjustments to your follow up procedures and you will close more sales!
Sales Distinctions are a very important part to becoming “Sales Attractive” in your sales and marketing plan. Your personal and professional distinctions are something that you can control; they are easy to accomplish and maintain. Why? Because most salespeople are not distinctive – all they do is follow one another. Or, they’re afraid to venture out to untested waters.
It’s okay to be distinctive. It’s okay to be different and do things differently. It’s okay to stand out in a crowd. That’s where the adventure begins! Being distinctive is an Attraction skill that each salesperson should place high significance on. Give your Advocates and Clients reasons to want to work with you – being “distinctive” is a great place to start.
GOALS: Ready, Aim, Fire . . .NOT Ready, Fire, Aim!
Recently a major company that I train for announced plans for a sales contest that would run over the next six months. The consultants who qualified for the trip would, along with their spouse or guest, be treated to a delightful five-day Caribbean cruise on one of Royal Caribbean’s top-of-the-line cruise ships. If that wasn’t enough, the company would be picking up the airfare and just maybe a few extra perks. This is something that the consultants would not want to miss.
When we communicate with others, there is a preferred “speed” at which people have the highest amount of “connectability,” or the ability to hear, comprehend, and understand our words. Get out a stop watch and see where your listenable rate of speech is! Read the following passage out loud and time yourself:
READ OUT LOUD:
As a representative of your organization, it is important that you speak clearly. That means that you must articulate. It also means that you must speak so that you can be understood. Although there is no set rate of speech, most expert speakers talk at between one-hundred-forty and one-hundred-sixty words per minute. That is a good speed for verbal communication. It is not too fast to be understood. It does not give the listener the impression that you are under pressure nor is it too slow. The one-hundred-sixty word rate adds an element of dignity to your voice. The one-hundred-sixty word rates also gives a sound image to your audience that establishes both you and your company as efficient and well-organized. To give the audience the kind of impression of yourself and your company that you wish, speak correctly, speak at one-hundred-sixty — that’s one-hundred sixty words per minute.
"Thank you for teaching the 'AttractionMastery' and 'Becoming a Superb Public Speaker' seminars. I have benefited tremendously from both classes and have found them not only to be helpful in being a cut above others, but also in my everyday dealings with people and in my other business."
Janice Graham
Redlands, CA
